Channel Manager Field Applications Engineer-Power

BlueSnap, Inc; Idaho; Remote; USD 90,000 - 130,000; Full time

Job summary

Milpower Source is looking for a results-oriented Channel Manager to drive sales growth in the Aerospace & Defense sector. You will develop and manage strategic partnerships with distributors and resellers, ensuring success through strong relationships and effective channel sales strategies. An ideal candidate will have a solid understanding of power solutions in A/D environments and proven sales experience.

Qualifications

• Minimum of 5 years of experience in channel management or sales.
• Strong understanding of power and networking solutions in A/D environments.
• Ideal candidate will live near a major airport for travel.

Responsibilities

• Develop and manage strategic partnerships with distributors and resellers.
• Conduct meetings to review performance and establish direction.
• Negotiate and manage channel partner agreements and pricing.

Skills

Communication

Negotiation

Analytical Skills

Relationship Building

Problem Solving

Education

Bachelor's degree in business administration, engineering, or a related field

Tools

Salesforce CRM

Job description

Milpower Source is a leading provider of ruggedized power and networking solutions for mission-critical applications in the Aerospace & Defense (A/D) market. We design and manufacture high-reliability products that meet the demanding requirements of military and aerospace environments. Our commitment to innovation and quality ensures our customers receive the most advanced and dependable solutions.

Job Summary:

Milpower Source is seeking a dynamic and results-oriented Channel Manager to drive sales growth and expand our market presence within the Aerospace & Defense (A/D) sector. The Channel Manager will be responsible for developing and managing strategic partnerships with distributors, resellers, and system integrators to promote and sell our comprehensive portfolio of power and networking solutions. This role requires a strong understanding of the A/D market, excellent relationship-building skills, and a proven track record of achieving sales targets through channel partners.

Responsibilities:

• Identify, recruit, and onboard new channel partners (distributors, resellers, system integrators) that align with Milpower Source's strategic goals.
• Develop and maintain strong relationships with existing channel partners, ensuring their success in promoting and selling Milpower Source products.
• Conducts virtual and in-person meetings at distributor locations to review performance,improvement areas, establish strategic direction, and opportunities to promote MPS products and solutions.
• Provide comprehensive product training and technical support to channel partners.
• Develop and deliver sales tools, marketing materials, and presentations to support channel partner sales efforts.
• Collaborate with internal teams (product management, engineering, marketing) to ensure channel partners have the resources they need.
• Sales Strategy and Execution:
• Develop and implement channel sales strategies to achieve revenue targets and expand market share.
• Monitor and analyze channel partner performance, providing regular reports and recommendations for improvement.
• Reviews and sets goals on key Performance Indicators (KPI’s) including Point of Sale, Point of Purchase, and inventory levels.
• Conduct regular business reviews with channel partners to assess performance and identify opportunities for growth.
• Work closely with sales and marketing to run promotional events for the channel.
• Stay informed about industry trends, competitor activities, and customer needs in the A/D market.
• Provide feedback to product management and engineering teams on customer requirements and market opportunities.
• Contract Management:
• Negotiate and manage channel partner agreements, ensuring compliance with company policies and legal requirements.
• Handle pricing, quotes and order management.
• Accurate forecasting by analyzing market and customer trends as well as customerinsights.
• Communicate new product introductions and stocking packages. Positions new products and technologies with distributor.

Requirements

Qualifications:

• Bachelor's degree in business administration, engineering, or a related field.
• Minimum of 5 years of experience in channel management or sales, preferably in the Aerospace & Defense (A/D) market.
• Strong understanding of power and networking solutions and their applications in A/D environments.
• Proven track record of achieving sales targets through channel partners.
• Excellent communication, presentation, and negotiation skills.
• Ability to build and maintain strong relationships with channel partners and customers.
• Strong analytical and problem-solving skills.
• Ability to travel as required.
• Ideal candidate will live near a major airport to enable efficient travel
• This position can be remote or can work out of our Sale Office located in Manchester, New Hampshire.

Preferred Qualifications:

• Technical background in electronics or networking.
• Experience with Salesforce CRM software.
• Knowledge of military standards and specifications (e.g., MIL-STD-810, MIL-STD-461).